Is the glass half empty or half full? Solving the Ongoing Riddles in the New Era of Government Contracting

Is the glass half empty or half full? Solving the Ongoing Riddles in the New Era of Government Contracting

Please join NVTC for an exciting, roundtable discussion of the key issues and challenges faced by government contractors in pursuing, winning and preserving their contract awards in the most challenging environment in decades. Co-sponsored by the B2G Committee and the General Counsel Committee, an expert panel will present a wide range of business and legal perspectives (from companies both large and small) in discussing the successful strategies and lessons learned in this fluid contracting environment. Discover what works, what doesn't, and how other companies are positioning to win the next contract.
The panel of experts will address:

• Current Trends - panelists will provide their thoughts on what's been happening with the government contracting market, including discussions about why everyone is seeing so many challenges, how these broad trends are affecting "win" strategies, and what you can expect in the next 18-24 months. The panel will also discuss compliance issues affecting business development in this environment and strategies for navigating them.
• The Low Cost Model - Most of us believe that LPTA and lowest cost is the "new normal," but what has been the experience across the marketplace? The panel will discuss how to deal with customers who want it all (for less), what tactics are successful in competing for low cost contracts, and how to talk to customers to help manage expectations.
• Increased Protests - Rather than another nuts and bolts discussion, the panel will talk about where protests are on the rise and why, what legal theories have been successful and what mistakes are commonly made by contractors in developing their proposals.
• Creative Solutions You May Not Know About - The panel will focus on out-of-the-box solutions by both industry and government to enhance opportunity in a tighter fiscal environment.  How can your company use set-asides to your advantage and with whom should you partner with? How can you construct a hybrid entity to play and win as a team? What channel models and teaming arrangements are working?

This event will be useful for a wide range of government contractors. You'll get access to a wide range of approaches that have worked well (and not so well). This event isn't just for lawyers, or just for business development experts, but is for everyone who has a role in developing, winning and keeping government contracts. We hope you will join us to learn how your company might be affected, and how some of these strategies can help you.

Moderator:

Paul Debolt, Partner and Co-Chair, Government Contracts Practice Group, Venable LLP

Panelists:

Dorian Greene, Director, Legal & Contracts, U.S. Public Sector Operations, NetApp

Doug Sickler, Vice President, Sales, Unisys